Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher, William L. Ury
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Book Summary Information
Author: Roger Fisher, William L. UryEditor: Bruce Patton
Edition: Paperback
Published: 1991-12-01
ISBN: 0140157352
Number of pages: 200
Publisher: Penguin (Non-Classics)
Book Reviews of Getting to Yes: Negotiating Agreement Without Giving In
Book Review: Robust Recipe for Agreement
Summary: 4 Stars
I read this book a few years ago, integrated it into my daily relations and field tested it across a range of situations. The theory is detailed, with example dialogues and tactical advise, but for me this has only been illustration. The best about this book is the changed attitudes to negotiation as a consequence of understanding it.
This is a general prescriptive theory of negotiation, which means it goes for any relationship where different interests touch. The four key points are:
1. Separate the people from the problem
2. Focus on interests, not positions
3. Invent options for mutual gain
4. Insist on objective criteria
After you understand the examples, this is all you need to remember to be an effective negotiator. The challenge in practice is to steer the negotiation along these lines, and when successful, you get a friendly discussion about what you can easily do for the other person, with measurable results.
Summary of Getting to Yes: Negotiating Agreement Without Giving In
We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon GrigginsGetting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.
It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to:
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